Can Your Sales Team Sell Your Solution’s Value? Can You?

by | Aug 2, 2017

What’s in this whitepaper?

Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions. Quantified value helps to consider and set prices that capture a meaningful share of the customer value your product creates.

A quantitative and financial business case, as part of the B2B buying process, is the rule, not the exception.  Sales teams who are not ready to have quantitative or financial conversations with buyers doing the math are unprepared.

Download Can Your Sales Teams Sell Your Solution’s Value? to learn how product managers and marketing teams create strong content for value conversations:

  • Why quantify and dollarize the customer value of your solution?
  • 5 steps to quantify value
  • How to overcome the barriers to quantifying and dollarizing value
  • 4 steps to refine and improve the quality of a Value Proposition

Peyton Marshall

Peyton Marshall is CEO and Chairman of the Board of LeveragePoint where he works actively with successful B2B enterprises in implementing value selling. For 15 years he served in senior management roles in healthcare products and IT companies, having been CFO and Acting CEO of Panacos Pharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and CFO of The Medicines Company through their initial public offering and the commercial launch of Angiomax®. Before that, he was an investment banker for 12 years in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty of the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College and a PhD in Economics from MIT.
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